How to get ketchup

Or anything else

My son was 4 years old. Like most 4 year olds, he wanted ketchup on everything.

Like most parents, we didn’t want him to get into that habit.

But he was a canny lad.

Dad. Dad. Dad!
Yeah, what?
Do you like it if I eat all my dinner?
Yes, of course I do.
Because I’ve found that I mostly eat all my dinner if I have ketchup on it.

Dave Trott says all successful communication has three elements. Impact, communication, persuasion.

Impact — it has to get and hold the person’s attention.

Communication — it has to tell the person what you want them to do.

Persuasion — it has to make them want to do it.

Most of us are lousy persuaders. We repeat why we want something over and over again. Or we dress up the request in fancy words.

We don’t stop and think. We don’t figure out why they’d WANT to say yes. And without that we’re not persuading, we’re nagging.

If a 4 year old can do it… can’t you?

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